Karen Brodkin, co-manager of An effort by William Morris (WME) Sports with Josh Pyatt and Executive Vice President at Endeavoroversees representation from some of the biggest names in sports, spanning the NFL, NBA, MLB, tennis, golf, soccer, Olympic and motion sports, and more. During her over 20-year profession, she has concluded tons of of agreements with partners on every distribution platform.
Image Credit: Courtesy of WME Sports. Karen Brodkin.
But Brodkin’s path to her current position “wasn’t an easy one,” she says Entrepreneurbut “a winding road”.
Brodkin spent five years as an entertainment attorney at two Los Angeles-based firms before joining FOX Sports Media Group, where she oversaw transactions with the NFL, MLB, NBA, NASCAR and more as executive vice chairman of business and legal affairs.
“When you step away from the table, both parties need to feel it [that] “They’ve had enough.”
Needless to say, Brodkin has learned a lot about the art of negotiation over the years and has some proven tips for success.
First, do your homework before the meeting. “When we work with a client, whether they are an existing partner or going to market, we are always prepared,” says Brodkin.
Next, prioritize what you wish withdraw from negotiations – and do not forget to depart room for give and take. “I always say, ‘When you step away from the table, both sides have to feel it [that] they got enough to feel good about the deal,” Brodkin explains.
This also means abandoning the “win at all costs” mentality, based on Brodkin.
“We work with our clients to determine what is most important,” he adds. “And you then have to get into a discussion with the other side where you have to be transparent: ‘This is what we really want. Tell me what you actually need.”
At last, Don’t underestimate the power of building strong relationships.
“I want to have a relationship with the other side of the table that was born before we were in the middle of this deal, where there is trust, respect, transparency and, at best, friendship,” Brodkin says. “Sport is a business based on relationships. Some of these people have been in this business as long as I have, and they’re not going anywhere.”
“I wake up in the morning thinking about the WME Sports business unit and go to bed thinking about it.”
The commitment to building positive relationships extends to Brodkin’s own team at WME Sports.
“I’m thinking about [how to manage my team effectively] same as me when it comes to making deals,” Brodkin says. “I’m not looking for praise. I have no judgment on how anyone else at this company or other companies conducts business. This is what works for me: I wake up in the morning thinking about the WME Sports business unit, and I go to bed thinking about it.
Brodkin strives for this be an honest, approachable leader who is not afraid of difficult conversations, puts empathy at the forefront and gets to know people on a personal level. He also wants to strengthen the position of his team members.
“I don’t try to micromanage,” Brodkin explains. “I just want them to know that I’m there to be their advisor, their safety net, the one who supports their needs or personally. But I’ll never know as much as they know about their business.”
“We are definitely open to collaboration if other people want to join us.”
Brodkin says she’s happy with the culture she’s helped build at WME Sports, and sometimes even feels “like the chief culture officer of WME Sports.” He notes that not only employees but also customers profit from a strong culture.
Brodkin looks forward to the growth of the WME Sports brand and the success of the organization’s young team members.
“We have an amazing group of young agents,” says Brodkin. “We are definitely open to collaboration if other people want to join us. I’m excited about where we are and where we’re going. I’m not done yet. We’re not done yet.”